Emva koMsebenzi: UBaphatha njani abaThengi ngeNdlela yokuPhumelela koMthengi

Isicwangciso seMpumelelo yoMthengi

Ungumthengisi, uyathengisa. Wena are yokuthengisa. 

Yiyo ke loo nto, ucinga ukuba umsebenzi wakho wenziwe kwaye udlulela kolandelayo. Abanye abathengisi abazi ukuba bayeke nini ukuthengisa kwaye baqale nini ukulawula iintengiso esele bezenzile.

Inyaniso kukuba, ubudlelwane babathengi emva kokuthengisa bubaluleke kakhulu njengobudlelwane be-presale. Zininzi iindlela ishishini lakho elinokuthi lizilawule ngcono ubudlelwane balo emva kokuthengisa. 

Kunye, ezi zenzo zibizwa ngokuba siSicwangciso-qhinga seMpumelelo yoMthengi kwaye ziyilelwe ukunceda ishishini lakho kwiinkalo ezahlukeneyo.

  • Imbuyekezo kutyalo-mali (ROI): Umthengi ngamnye ogciniweyo ngumthengi omnye ongaphantsi ekufuneka ezuzwe ukuze kuhlangatyezwane nengeniso ekujoliswe kuyo.
  • Uphononongo olungcono: Brand evangelism kunye nophononongo kwiindawo ezifana ICapterra kwaye G2 phucula umfanekiso webhrendi kwaye uzise abathengi abaninzi.
  • Ingxelo engakumbi: Akufunekanga ubhidaniswe nophononongo, ingxelo lulwazi lwangaphakathi olungasetyenziselwa ukuphucula imveliso yakho.

Kuvakala kulungile, kodwa siyenza njani?

Ukuba impendulo emfutshane iqhutywe kakuhle, iSicwangciso soMthengi weMpumelelo yoMthengi, impendulo ende ikweli nqaku. 

Ichaza iintsika ezine zeMpumelelo yoMthengi kunye nendlela yokuzibeka ngaphambili kunye nombindi weenkqubo zeshishini lakho.

Yintoni iMpumelelo yoMthengi?

Isicwangciso seMpumelelo yoMthengi yindlela esebenzayo kubudlelwane babathengi.

ULawulo loBudlelwane boMthengi lubandakanya ukulindela iingxaki umthengi anokujongana nazo kuhambo lwabo ngokwazi nokuqonda umthengi, iimfuno zabo, kunye neshishini labo. Kuthatha imfundo edibeneyo yeempawu zemveliso kunye nokusetyenziswa, rhoqo, unxibelelwano lwamatshaneli amaninzi, kunye nokulungelelaniswa kweqela langaphakathi ukuphumeza iMpumelelo yoMthengi.

Ke, unokuzibuza ukuba loo nto ingena phi kwishishini lakho. 

Ngezibonelelo ezaneleyo, amashishini amakhulu ayakwazi ukuqesha zombini iNkxaso yoMthengi kunye namaqela aMpumelelo yabaThengi. Ngelishwa, ayinguye wonke umntu onokuzibiza ngokuba lishishini elikhulu… okwangoku. 

Amashishini amancinci anokudibanisa amaqela eNtengiso kunye neNkxaso njengeqela elinye leMpumelelo yoMthengi. Benza oku ngokunciphisa imfuno yezandla-kwinkxaso ngokudala izibonelelo zemfundo yabathengi abazisebenzelayo: Isiseko solwazi, amanqaku amaziko oncedo, izifundo zevidiyo, ii-webinars eziqhelekileyo, kunye neeseshoni zokubuza-nantoni na.

Oku kukhulula ixesha lomenzeli weMpumelelo yoMthengi ukugxila ekwakhiweni kobudlelwane bomthengi obungcono, ukuqonda amashishini abathengi ngcono, kunye nokubanceda bakhule.

Kwishishini le-B2B SaaS ngakumbi, impumelelo yeshishini lakho ixhomekeke ngokupheleleyo kwimpumelelo yomthengi wakho. Abathengi bathenga imveliso okanye inkonzo yakho ukuphucula ezabo. Ukuba ukuphunyezwa kwenkonzo yakho kuphumelele kubo, kutheni bengaqhubeki nokubhalisela kuyo? Intsebenziswano eqhubekayo igcina amathili akho ekhala kwaye ukukhula kuyakhula. 

Impumelelo yoMthengi yimpumelelo yeshishini.

Impumelelo yoMthengi Intsika 1: Ukusebenza

Ukusebenza sisiseko seMpumelelo yoMthengi. 

Ukusebenza nabathengi abakhoyo ngundoqo. Musa ukulinda ukuba umthengi aqhagamshelane nawe ngengxaki. Seta iminxeba yovavanyo olucwangcisiweyo rhoqo ukubajonga, uve amava abo ngemveliso yakho, kwaye ufumanise ukuba iyahlangabezana na nolindelo lwabo lokuqala. 

Ngaphaya koko, xa izinto ezintsha okanye iimveliso zongezwa kuluhlu lwakho, xelela umhlaba. 

Ngokuthe ngqo, xelela abathengi abaza kuzuza okuninzi kokongezwa okutsha. Bamemele kumnxeba wedemo eyeyakho okanye usingathe iseshoni ethi Buza-Me-Nantoni na kwaye ubabonise kufutshane.

Ngapha koko, iMpumelelo yoMthengi iyasebenza kangangokuba iqala nangaphambi kokuba umthengi abe ngumthengi.

Iintengiso ezikwibhodi ekhokelayo

Iinkokeli eziqinisekisiweyo zokuthengisa (Ii-SQL) zezo zinamathuba aphezulu okuguqulwa.

Mhlawumbi sele bebonise umdla kwizinto zentengiso yemveliso yakho, banxibelelane neqela leentengiso, okanye babhalisele ngokuthe ngqo ulingo lwasimahla. Ezi zikhokelo ezishushu, kwaye kubalulekile ukuzibandakanya nazo ngesandla ukuze uzibuyisele ngaphakathi ngelixa besesemgceni. Kukho iindlela onokuthi ufumane ngazo okuninzi kwezi ndibano.

  • Yenza umnxeba wedemo ube ngowakho. Ukuba inkokeli sele isayinelwe kwinkqubo kwaye yaqala ukuyisebenzisa, khangela iimpawu abaye bavavanya kwaye bakhe umnxeba wakho wedemo ngokusekelwe kubo.
  • Yazi ukhokelo ngaphambi kokufowuna kwakho kokuqala. Fumana ulwazi oluninzi malunga nenkampani njengoko unako: Ubungakanani, ubume besebe, ishishini, impumelelo yabo yamva nje, kunye nomzabalazo wangoku. Cwangcisa idemo ukuhambelana nemeko yabo ethile.
  • Buza malunga neziphumo abazidingayo kwisoftware yakho kwaye wakhe unxibelelwano lwakho malunga nezo njongo. Emva koko, babonise eyona ndlela imfutshane kwezo njongo.
  • Sukubonisa yonke imisebenzi ukusuka ekuqaleni; inokwenza ukhokelo luphazamiseke. Qala ngeempawu eziyimfuneko kuphela kwaye uchaze ngakumbi njengoko zikhula zibe yimveliso.

Iminxeba yovavanyo lwabathengi rhoqo

Rhoqo iifowuni zovavanyo, xa abathengi do ube ngabathengi, kufuneka kwakhona ube yinxalenye yesicwangciso sakho seMpumelelo yoMthengi. 

Ngaba abaphathi beMpumelelo yoMthengi benze umsebenzi wabo wasekhaya, baphonononge iiakhawunti zabaxumi, kwaye baququzelele uthethwano rhoqo nabo ukuze baqonde inkqubela yabo yokuphunyezwa kunye nokusetyenziswa ngakumbi kwemveliso. Ulwakhiwo oluqhelekileyo lweefowuni zovavanyo oluqhelekileyo zinokujongeka ngolu hlobo...

  1. Ikhwelo lokuqala lovavanyo lwabakhokheli abafanelekileyo, njengoko kuchaziwe ngasentla.
  2. Ukuqwalaselwa kokuphunyezwa kwenyanga enye, ukuqinisekisa ukuphunyezwa okugudileyo.
  3. Uhlaziyo lweenyanga ezintandathu lwesikhokelo malunga neempawu eziphambili.
  4. Uphononongo lonyaka omnye ukuseka naluphi na utshintsho olufunekayo ngaphambi kokuphinda ubhalise.

Ixesha linokwahluka ngokuxhomekeke kuhlobo lwemveliso kunye nemodeli yeshishini yenkampani yakho. Nokuba yeyiphi na indlela, kubalulekile ukuqinisekisa unxibelelwano rhoqo kunye nomthengi.

Ukusebenza kweMpumelelo yoMthengi iyayithelekisa ngokubini kwimodeli yeNkxaso yoMthengi. 

Ngokulindela iingxaki, imibuzo, kunye nezicelo, sinokuqiniseka ukuba azinakuba sisizathu sokuba umthengi ahambe.

Impumelelo yoMthengi Ntsika 2: Imfundo

Ukuba i-proactivity isisiseko seMpumelelo yoMthengi, imfundo ziindonga ezine ezigcina yonke into ngaphakathi.

Ukusebenza ngamandla yimfundo yabasebenzi bakho malunga neshishini lomthengi kunye nokusetyenziswa kwemveliso. 

Imfundo ibhekisa ekunikeni abathengi ukuqonda okuqinileyo kweyona ndlela ingcono yokusebenzisa imveliso esekelwe ngqo kwiimfuno zabo. Abathengi bafuna ulwazi lwangoku, lwexesha lokwenyani malunga nemveliso ukuze bakwazi ukuphuhlisa isicwangciso sabo sexesha elide kwaye balinganise ukukhula kweshishini labo kunye nemveliso yakho entliziyweni yayo. Ukuza kuthi ga ngoku, umxholo ungukumkani.

Okuqukethwe kukumkani

Ukuthengisa ngumatshini, okhupha umxholo ofanelekileyo, oxabisekileyo kubathengi abakhoyo kunye nabo banokubakho. 

Ngaphandle kweeleta zeendaba kunye nezaziso zemveliso zohlaziyo olubalulekileyo kunye nokukhutshwa, sebenzisa iiwebinars eziphilayo kunye neempawu zokuhamba ezongeziweyo okanye eziphuculweyo. Gcina ukuhamba rhoqo komxholo wezemfundo kunye nokufakwa kwangaphambili kwiwebhusayithi yakho, njengezikhokelo, ii-eBooks, ii-cheat sheets, kunye noluhlu lokutshekisha. Yiya nangakumbi... 

  • Iphepha le-FAQ lahlulwe laba ngamacandelo asekelwe kwiimpawu zemveliso ezahlukeneyo.
  • Isiqulatho sesandi esifana neepodcasts zibonelela ngesinye isitishi somxholo uthethathethwano kubathengi.
  • Iinkomfa kunye neeworkshops zemveliso.
  • Inkqubo yolawulo lokufunda (I-LMS) ngeevidiyo ezifundisayo kunye nezifundo.
  • Amaziko emfundo kunye nezatifikethi zabo bafuna ukuba ngamaqabane okanye abathengisi. 

Ukungazi ukuba uyisebenzisa njani imveliso sesinye sezona zizathu zixhaphakileyo zokuthengwa kwabathengi. Izinto ezifanelekileyo zokufundisa abathengi ukuphelisa esi sizathu.

Impumelelo yoMthengi INtsika 3: Unxibelelwano

Impumelelo yoMthengi okanye hayi, ishishini lakho kufuneka lenze unxibelelwano olusebenzayo lube yinto ephambili njengoko lizama ukusekwa kunye nokukhula.

Amava omthengi wencoko (I-CEC) kuthetha ukubonelela ngenkxaso eqhubekayo kunye nesikhokelo kubathengi kumntu ngamnye. Injongo yeCCE kukuvula unxibelelwano olubini phakathi komthengi kunye ne-brand, kwinqanaba apho abathengi baqiniseke ngokwaneleyo ukuba beze kwi-reps ye-Success kunye neengcebiso zokuphucula kunye nengxelo enyanisekileyo.

  • Yiba ngumhlobo wabathengi ngokufumanisa ngakumbi ngabo kunomsebenzi, ukuba bafuna ukwabelana.
  • Kulula kwijargon yobugcisa, thetha ngolwimi oluqondwa ngabathengi.
  • Musa ukuba neentloni ukubuza imibuzo emininzi. Zifundise ngeshishini labo.
  • Hlala kude nemibhalo; yiba nencoko yokwenyani ekhokelwa ngamava. Njengengcaphephe kwishishini, awudingi script. 
  • Dibana nabathengi apho bakhoyo. Sebenzisa ukubeka kwindawo enye itekhnoloji njengeqonga lolawulo lobudlelwane bomthengi (CRM) ukugcina yonke imeko yabathengi kwindawo enye, nokuba isuka kweliphi na ijelo.

Uluntu lwezoshishino

Ngaphaya koko, unxibelelwano olusebenzayo luthetha ukuseka uluntu olujikeleze uphawu lwakho.

Uluntu lwezoshishino olubambekayo sisixhobo esisebenzayo sokuhlanganisa abathengi ukuze balandele injongo ekwabelwana ngayo ngelixa usebenzisa imveliso yakho. 

Iqela elilula loluntu - nokuba likwimveliso okanye kwimidiya yoluntu - linokuhamba indlela ende yokudibanisa abasebenzisi ngemibuzo, iimpendulo, kunye neendlela zokusebenza kwiimpawu ezithile zemveliso. Inika i-bi-value kubathengi-ithuba lokunxibelelana kunye nokudibana nabathengi abanokubakho okanye amaqabane.

Ngaphaya koluntu lweshishini olubambekayo, kukho ezinye iindlela zokwakha i-ethos yoluntu malunga ne-brand yakho…

  • Beka abathengi bakho njengeenkokeli zokucinga ezinomxholo owenziwe ngumsebenzisi.
  • Qhuba unozakuzaku wophawu okanye inkqubo yeqabane ukukhuthaza ukuvangela uphawu.
  • Imisitho ye-intanethi kunye ne-offline inceda abathengi banxibelelane ngakumbi.

Unxibelelwano oluhle lishishini elisisiseko. Ngeli xesha, indawo yoshishino ibonelela ngenzuzo emibini yokurhuma komthengi kwimveliso yakho. Sesinye isizathu sokuthanda ishishini lakho kunye nemveliso.

INtsika yeMpumelelo yoMthengi 4: Ulungelelwaniso

Unxibelelwano phakathi kwamaqela eshishini lakho yintsika yokugqibela yePantheon yeMpumelelo yoMthengi. Ngokukodwa, iMpumelelo yoMthengi ifuna ulungelelwaniso lweMveliso, iNtengiso, kunye namaqela eNtengiso. 

Ngelixa kubalulekile ukuba isebe ngalinye libe neenjongo zokuphumelela, zonke ezo njongo kufuneka zongezelele kwinjongo yoshishino ekwabelwana ngayo. Ulungelelwaniso yinkqubo yokuseka ukuqondana okufanayo ukunceda intsebenziswano engcono ngokubhekiselele kwezo njongo zokwabelana. 

Ukuba babelana ngeenjongo, babelane ngeziphumo, kwaye babelane ngoxanduva, ekugqibeleni baya kwabelana ngempumelelo.

Itekhnoloji ekwabelwana ngayo ngumqolo wolungelelwaniso lweqela olusebenzayo

Ngaphezu kwako konke, ulungelelwaniso lufuna izixhobo ezikhoyo apho abasebenzi banokwabelana kwaye banxibelelane kumanqanaba ahlukeneyo. 

Njengoko ndithetha, imarike ye-SaaS iyakhula. Ukusukela oko ilizwe lahamba kude ngo-2020, ezi zixhobo ziye zafumaneka ngokubanzi, kwaye zibanzi kwinto ezinokuyenza. 

Itekhnoloji yeCRM ihamba phambili ukuya kumaqela alungelelanisiweyo. Ngokuzisa yonke idatha yeshishini phantsi kwesambulela esifanayo seCRM, amashishini angayisebenzisa ukulungelelanisa kunye iinkqubo ezizenzekelayo, nxibelelana omnye nomnye ngokunxulumene namanqaku athile edatha, seta imisebenzi enxulumene neerekhodi zomntu ngamnye, kwaye unike ingxelo, igamify, kwaye ubone iimetrics kunye neenjongo kwideshibhodi enye.

Unxibelelwano oluqhelekileyo, oluqhelekileyo phakathi kwamaqela ukuvala i-loops yengxelo

Yiba namaqela okuthengisa kunye neentengiso adibane kanye ngeveki ukuze aqhubele phambili kwimpumelelo yeveki ephelileyo. Chaza iinjongo ekwabelwana ngazo ekuye kwahlangatyezwana nazo kunye nezo bekufanele ukuba kufikelelwe kuzo kokulandelayo. Sebenzisana kunye nokwabelana ngobuchule kwiiakhawunti zomthengi ngamnye ukoyisa nayiphi na imiqobo yendlela enokubakho ekubhaliseni kwabo kwakhona.

Ngokufanayo, amaqela emveliso kufuneka abambe idemo yeveki ukuhlaziya inkqubela yabo ngexesha langempela, ukunika iMpumelelo yoMthengi reps ithuba lokuyifakela kwiifowuni zabo zovavanyo kunye nabaxhasi.

Yenza amagumbi okuxoxa angaphakathi apho ii-arhente zeMpumelelo zinokuthumela naziphi na iibhugi okanye iingcebiso ezivela kubathengi kunye neMveliso inokucwangcisa ngoko nangoko kubo kwimaphu yendlela yemveliso. Iilophu zengxelo ezivaliweyo zixabisekile kwiMpumelelo yoMthengi. Ubume babo bufuna izandla kwiqela ngalinye.

  • Ukuthengisa okanye iMpumelelo yoMthengi iyabaqonda abathengi ngokupheleleyo, kwaye ifumana into efunwa ngabathengi kunye nabayifunayo kwimveliso. Bathetha nabathengi abanikezela ngengxelo.
  • Ukuthengisa kudala umxholo ukubonisa kunye nokufundisa malunga nokuphunyezwa kwempendulo. Ukuba kukho into enkulu eyaneleyo etshintshayo, inokufuna iphulo layo.
  • Iqela leMveliso liphumeza olo tshintsho, ukuvala ngokwasemzimbeni iilophu zengxelo.

Ulungelelwaniso lweqela lunceda ukuvala impendulo ngokukhawuleza, oku kuthetha ukuba umthengi ufumana kanye le nto ayifunayo kwaye ayidingayo kwimveliso.


Bathi ayikapheli de kuculwe inenekazi elityebileyo.

Kulungile, eyona nto kukuba, uphelelwe lilizwi. Uhambo lomthengi alukapheli de wohlulekile.

(Umthengi) Impumelelo isichasi sokusilela.